74.6% Sales Increase with this ONE Change! » Russell Brunson
Summary
TLDRDieses Video skizziert die Macht der 'Trial Closes' in Verkaufspräsentationen. Der Sprecher erzählt, wie er durch die Verwendung dieser Techniken seine Umsatzkonversion um 74,6% steigern konnte. Er teilt seine Erfahrungen mit Ted Thomas, der als Meister der 'Trial Closes' gilt, und wie diese Techniken in verschiedenen Verkaufsformen wie Präsentationen, Webinaren und Einzelverkäufen Anwendung finden. Der Sprecher erklärt, wie man durch einfache Fragen, die das Publikum dazu bringen, zuzustimmen, den Zustimmungsprozess in den Köpfen der Menschen vorantreiben kann, was letztendlich zu einer höheren Verkaufskonversion führt.
Takeaways
- 😀 Die Verwendung von 'Trial Closes' kann den Umsatz um 74,6% steigern.
- 🎤 Der Verkaufsexperte Ted Thomas, bekannt als der 'High Piper', ist ein Meister der Verwendung von 'Trial Closes'.
- 🔍 'Trial Closes' sind einfache Fragen, die darauf abzielen, Zustimmung und Zustimmungserklärungen zu erhalten.
- 📈 Durch das Einfügen von 'Trial Closes' in Präsentationen kann das Vertrauen und die Zustimmung der Zuhörer erhöht werden.
- 🗣️ 'Trial Closes' können nach Zeugnissen, nach der Präsentation von Funktionen und Vorteilen sowie nach dem Einführen neuer Konzepte eingefügt werden.
- 📊 Die Implementierung von 'Trial Closes' in einem Webinar hat zu einem signifikanten Anstieg der Konversionsrate geführt.
- 📝 Es ist wichtig, die 'Trial Closes' an verschiedenen Punkten in der Präsentation zu platzieren, um eine kontinuierliche Zustimmung zu erzielen.
- 📑 Die Verwendung von 'Trial Closes' kann nicht nur die Konversionsrate erhöhen, sondern auch das Gefühl der Zuhörer, dass sie verstanden und beachtet werden, verbessern.
- 💡 Die Praxis der 'Trial Closes' kann durch das Schreiben von Fragen auf Zetteln oder Klebezetteln, die während der Präsentation eingesehen werden, trainiert werden.
- 📚 Der Autor teilt seine Erkenntnisse und Beispiele aus der Verwendung von 'Trial Closes' in einem kostenlosen Buch zur Verfügung, das für Mitglieder seiner Community verfügbar ist.
Q & A
Was waren die beiden Worte, die Russell Brunson in seinen Verkaufspräsentationen hinzufügen konnte, die sein Umsatz um 74,6% erhöhten?
-Die beiden Worte, die Russell Brunson verwendet, sind 'Probeabschluss' oder 'trial closes'. Dies ist eine Technik, bei der er seine Zuhörer durch einfache Fragen dazu bringt, wiederholt mit 'Ja' zu antworten, was ihre Zustimmung und das Abschlussverhalten erhöht.
Wer ist Ted Thomas und wie beeinflusste er Russell Brunsons Verkaufstechniken?
-Ted Thomas ist eine Figur in der Welt der öffentlichen Redner und Verkaufsexperten, bekannt als 'Pi Piper' und 'König der Trial Closes'. Er beeinflusste Russell Brunson, indem er ihm die Bedeutung der Trial Closes zeigte und ihm half, diese in seine Präsentationen zu integrieren, was zu einer signifikanten Steigerung der Konversionsrate führte.
Wie wurden die Trial Closes von Ted Thomas in Russell Brunsons Webinar integriert?
-Russell Brunson integrierte die Trial Closes in sein Webinar, indem er sie an verschiedenen Stellen einfügen: nach Zeugnissen, nach der Präsentation von Funktionen und Vorteilen sowie nach dem Einführen neuer Konzepte. Er verwendete dazu Notizen oder Klebeetiketten mit Fragen, um während der Präsentation an der richtigen Stelle anzuhalten und die Trial Closes einzufügen.
Was passiert, wenn man während einer Präsentation wiederholt 'Ja' sagt?
-Wenn man während einer Präsentation wiederholt 'Ja' sagt, kann dies dazu führen, dass man sich der Botschaft des Redners zuneigt und bereit ist, das Angebot anzunehmen. Dies geschieht sowohl bewusst als auch unbewusst und erhöht die Wahrscheinlichkeit, dass man zum Abschluss kommt.
Wie hat Russell Brunson seine Zuhörer bei seinem Webinar überzeugt, dass er ihre Meinung und Feedback schätzt?
-Russell Brunson hat seine Zuhörer überzeugt, dass er ihre Meinung und Feedback schätzt, indem er während seiner Präsentation häufig Trial Closes verwendet, die sie dazu bringen, zuzustimmen und ihre Zustimmung zu zeigen. Dies hat den Nebeneffekt, dass die Zuhörer das Gefühl hatten, er kümmere sich um sie und versuche, sicherzustellen, dass sie das Material verstanden haben.
Welche waren die drei Hauptpositionen, an denen Russell Brunson Trial Closes in sein Webinar eingefügt hat?
-Die drei Hauptpositionen, an denen Russell Brunson Trial Closes eingefügt hat, waren: nach Zeugnissen, nach der Präsentation von Funktionen und Vorteilen des Produkts und nach dem Einführen eines neuen Konzepts oder Gedankens.
Was war das Ergebnis, als Russell Brunson die Trial Closes in sein Webinar eingefügt hat?
-Das Ergebnis war eine signifikante Steigerung der Konversionsrate. Statt durchschnittlich 945 Dollar pro registriertem Webinar-Teilnehmer zu erzielen, stieg die Konversionsrate auf 1650 Dollar pro registriertem Teilnehmer, nachdem er die Trial Closes integriert hatte.
Wie kann man Trial Closes effektiv in Verkaufspräsentationen verwenden?
-Man kann Trial Closes effektiv verwenden, indem man sie an strategichen Punkten in der Präsentation einfügt, um die Zustimmung und das Einverständnis der Zuhörer zu gewinnen. Dies kann durch einfache Fragen geschehen, die die Zuhörer dazu bringen, 'Ja' zu sagen, was ihre Aufmerksamkeit erhöht und ihre Bereitschaft, das Angebot anzunehmen, steigert.
Wo kann man mehr über Russell Brunsons Ansätze zum Verkauf lernen?
-Man kann mehr über Russell Brunsons Ansätze zum Verkauf lernen, indem man sich seinem Community-Netzwerk angeschlossen hat, das er für Menschen geschaffen hat, die lernen und verstehen möchten, wie man online verkauft. Er bietet auch ein kostenloses PDF seiner Buches an, das detaillierte Informationen zu seinen Trial Closes enthält.
Was ist der Hauptvorteil der Verwendung von Trial Closes in Verkaufspräsentationen?
-Der Hauptvorteil der Verwendung von Trial Closes in Verkaufspräsentationen ist, dass sie die Konversionsrate erhöhen können, indem sie die Zustimmung und das Engagement der Zuhörer steigern und sie in einen Zustand des Sagens von 'Ja' bringen, was ihre Bereitschaft, das Angebot anzunehmen, erhöht.
Outlines
😀 Die Macht der 'Trial Closes' in Verkaufspräsentationen
Dieser Absatz beschreibt, wie die Verwendung von 'Trial Closes', also vorläufigen Abschlussfragen, in Verkaufspräsentationen, Videos, Webinaren oder Einzelverkäufen die Umsatzkonversion um 74,6% erhöhen kann. Der Sprecher erzählt, wie er von einem legendären Verkaufsmann namens Ted Thomas erfuhr, der in der Öffentlichkeit für seine Fähigkeit bekannt war, Menschen direkt nach seiner Präsentation zur Kasse zu führen. Der Sprecher selbst hatte die Gelegenheit, Ted Thomas bei einer Veranstaltung zu sehen, und später bei einem gemeinsamen Mittagessen lernte er die Technik der 'Trial Closes' kennen, die er dann in seine eigenen Präsentationen integrierte.
📈 Implementierung von 'Trial Closes' in Webinaren
In diesem Absatz wird erläutert, wie man 'Trial Closes' in Webinare einbunden kann, um die Konversionsrate zu verbessern. Der Sprecher teilt seine persönliche Erfahrung, wie er seine Webinar-Aufzeichnungen analysierte, um geeignete Stellen für 'Trial Closes' zu finden. Er identifizierte drei Hauptbereiche, in denen 'Trial Closes' wirksam sind: nach Zeugnissen, nach der Präsentation von Funktionen und Vorteilen sowie nach dem Einführen neuer Konzepte. Er beschreibt, wie er diese Techniken in sein eigenes Webinar implementierte und wie dies zu einer signifikanten Steigerung der Konversionsrate führte.
🤝 Einladung zur Community und Ressourcen für Online-Verkäufer
Der letzte Absatz ist eine Einladung für die Zuschauer, sich einer Community anzuschließen, die sich mit dem Verkauf online beschäftigt. Der Sprecher lädt die Zuschauer ein, sich auf der Website 'hang out with russell.com' zu registrieren, um Zugang zu einer PDF-Version seines Buches zu erhalten, das detaillierte 'Trial Closes' enthält, die er in seinen Präsentationen verwendet. Er betont, dass diese Ressourcen nützlich sind, um die Verkaufsfähigkeiten zu verbessern und mehr Menschen zu helfen.
Mindmap
Keywords
💡Verkaufspräsentation
💡Trial Closes
💡Umwandlungsrate
💡Ted Thomas
💡Zustimmung
💡Referenzen
💡Einzelverkäufe
💡Features und Benefits
💡Kundenbefragungen
💡Sticky Notes
Highlights
Two words that can increase conversion by 74.6% in sales presentations.
The concept of 'trial closes' learned from the public speaking world.
Ted Thomas, known as the 'pi Piper', was a master at closing sales.
Trial closes are simple questions that lead to a 'yes' response.
The power of getting an audience to say 'yes' multiple times before asking for the sale.
Incorporating trial closes into a webinar increased conversions dramatically.
Three core places to insert trial closes in a presentation: after testimonials, after features and benefits, and after introducing new concepts.
Using sticky notes or note cards to remember to insert trial closes during presentations.
The unexpected benefit of making the audience feel cared for by asking for their feedback.
Teaching trial closes to others and their positive reception.
How to use trial closes in one-to-many selling scenarios.
The importance of breaking false beliefs and getting the audience to say 'yes'.
Practical tips for weaving trial closes into video sales letters and webinars.
The impact of trial closes on increasing conversions in various sales channels.
Offering a free PDF of the book '108 Split Test Winners' for community members to learn more about trial closes.
Encouragement to join a community to learn and understand online selling.
Transcripts
today I want to talk about two words you
can add to any sales presentation a
video sales letter a webinar a
one-on-one sales call whatever it might
be that for me increased my conversion
by
74.6% and it's one of the most simple
things in the
[Music]
world I originally learned this because
there were Rumors in the public speaking
World about this guy who would get on
stage he would do a presentation he was
so good at closing that people would
literally line up behind him in a row
he'd hold his credit card up they'd have
their credit cards and he'd walk them to
the back of the room they called them
the hi Piper and I heard rumors about
this guy for years while I was learning
public speaking I was learning to go to
seminars and speak at stages and they
kept saying have you ever heard Ted
Thomas speak he's literally the pi Piper
and I was like no this sounds crazy I
remember one day going on YouTube and
Googling Ted Thomas and I found a video
clip of him he was a Robert kosaki event
and sure enough he's walking around with
his credit card in hand and there's this
line of people following him to the back
of the room to buy his products and
services I heard also rumors they said
Ted Thomas is the king of this really
really simple concept called trial
closes you may have heard of the word
trial clothes before I had heard of them
before but I didn't really know exactly
what they were or more importantly how
to actually use them if you rewind back
about 12 years ago I was speaking an
event I was on stage I was doing my
presentation there's probably 250 300
people in the room and as I start my
presentation I look out and all of a
sudden I see him sitting towards the
back it was Ted Thomas he walked and sat
down and I'd never met him before but I
was like oh no this is like the pi Piper
himself the king of clothing sitting
there in the room watching me and so for
minute I get all nervous and like ah
like what if I mess up what's he going
to think about me and all the fear and
all the anxiety going through my head
and I thought you know what I just got
to do I do because you know I've got an
audience here I need to do my
presentation I need to sell something
and so I went in and I did my
traditional Russell Bruns and sell and
it went well the presentation went well
when I did the offer stack it converted
well we had not really a big table Rush
people were running to the back and
buying the product and I was kind of
proud of myself and when it all said
done you know everyone was buying the
product they were going to lunch kind of
filtering out of the room and pretty
soon there's just a handful of people
left in the room one of the guys I see
across the way is Ted Thomas he's got a
big old smile on his face and I'm like
oh man you know I'm curious what he
thought he comes over and he's like
Russell that was so great it was great
to watch you sell you did an awesome job
can I take you to lunch I was like sure
that'd be awesome so he takes me to
lunch and we're sitting there talking
and he's asking me questions we're
having a good time I'm getting to know
this guy who's like a living legend and
as I'm talking unbeknownst to myself my
head was nauy like this and I was like
paying attention to everything you
saying I I was like sucked into every
word we're talking we're talking and all
sudden he stops he's like Russell look
at your head and I'm like what are you
talking about I'm like oh he's like do
you know what you've been doing right
now I'm like no he's like your head's
been nodding the whole time we're
talking and I was like
okay he's like do you know why you're
doing that I'm like I don't know maybe
it's a nervous twitch I'm really awkward
I don't really know what it is he's like
no he's like for the last 15 minutes
I've been using what I call trial closes
on you he's like have you ever heard of
a trial clo I'm like yeah I've heard of
that before he's like do you know what
it is I'm like not really and then he
told me this thing that like changed my
life forever he said when I watched you
present today wrestling I was sitting in
the back of the room and I was watching
do your presentation which was great
he's like but I noticed everybody's
heads if you look at the entire audience
from the back their heads were all
sitting there listening paying attention
taking notes everyone was very focused
on you he's like but if you watch me
speak from the back of the room he's
like you look at everyone's heads their
heads look like waves of water
everyone's heads are going like this the
entire time he's like the reason why
he's like I'm using this little thing
called trial closes he said all trial
closes is something very simple I'm
trying to get somebody to say yes so he
I asking very simple questions like are
you getting this does this make sense to
you and the person's like yes yes he's
like what happens is you're speaking one
to many you're speaking on stage you'll
see people's heads shaking yes over and
over and over again he's like what
happens is that person saying yes to you
over and over and over again he's like
before I ever asked for the sale he's
like traditionally I've had that person
say yes to me 5 6 700 times before I
ever asked him the big yes which is will
you buy my my product he's like that's
what trial closes are and I was like
that's so fascinating and I was like
where do you use them he's like I use
them everywhere he's like I was using
them on you right now while we're
talking he's like I'm dropping the
little Trav clothes the little yeses
where you're saying yes you're saying
yes your head's nodding he's like if I
was ask you to do something he's like
I've already committed you've already
say yes to me a dozen times before I
asked the big yes he's like but this
works anywhere he's like it works when
you're selling from stage it works on
video sales letters it works on webinars
works on everything and as soon as he
said that in my head I I started
thinking because at the time I had a
webinar that was doing really really
well on average in fact I have note this
is not me guessing this is the actual
statistical numbers I haven't written
here inside this book I shared the case
study in this book 108 split test
winners back in the day I was averaging
$945 for every single person who
registered for my automated webinar when
he told me about trial clothes I was
like man this webinar is doing well but
I don't even know where trial cloth was
and so I remember on the flight that day
flying home before I left I messaged my
brother who had done all the video
editing on the webinar I said hey can
you sent me a transcript to the webinar
really quick so he grabbed the video he
uploaded it my brother sent me the
transcripts and on the flight home I
started going through the entire
transcripts thinking where could I
insert trial closes into this webinar
presentation and I found there were kind
of Three core places to insert number
one was after testimonial a lot of
people do is they show testimonal and
they kind of go on and what Ted Thomas
taught me said when you talk about
testimon like stop right there and add
some trial closes so for example if I
show testimonial I might say isn't that
awesome they said yes like can you
imagine yourself doing what that person
just did they said Yes again like are
you kidding this yes again right even
saying the word right is like is like
yes right I'm saying these little words
to get them to say yes he's like if you
drop a testimonial he's like instead
just moving on he's like ask five or six
trial questions in a row to get him
saying yes yes yes yes in their head
both consciously subconsciously and get
their head nodding right number two is
after features and benefits because a
lot of people talk about a feature or a
benefit of their product and just kind
of move on right so show the feature and
then go and ask a couple trial closes
about specific like would this work for
you like would this increase how fast
you could get your work done like would
this and start asking trial CL again
right another one every time you
introduce a new thought or A New Concept
drop some more trial closes in this book
actually I literally timestamped it out
so I wrote back in here you can kind see
it real quickly here 3:22 I was like
there's a trial close at 359 there's a
trial close I me at 447 a trial close so
I went through the entire transcri
started writing these trial closes in
there right here was the phrase in the
in the webinar said everyone's talking
about providing internet marketing
services to local businesses the first
one I wrote is you probably heard them
talk about this right boom trial close
it's good because it's working it's a
really good thing don't you think boom
two more trial closes me 359 I I was
talking about this this concept so I
dropped two trial closes number one
would you like to learn about this
loophole yes can you imagine what a
shortcut this would be to your success
yes and I could went through the entire
webinar so I would go and I wrote out
all these trial closes and initially my
plan was to go back and re-record the
webinar inserting these trial closes but
I ran out of time so I told my brother
who's editing and I'm like I want to try
a test just see if this actually works
and so I sat down with the microphone
and I just read these trial closes and I
gave my brother the time stamp of when
he needed to insert them so I'm
literally saying does this sound good
can you imagine doing this in just one
day this type of stuff Isen happening
every day isn't that exciting would your
family be impressed with those kind of
profits are you ready to live the same
dream I'm sure you are have you ever
asked yourself that am I right do you
realize how much opportunity is waiting
for you guys right now do you already
have that desire for change so I started
taking all these I recorded them my
microphone I sent my brother the audio
file like can you just go and weave
these time stamps in let's just see if
this is going to work and so he took
these little audio files he weaved them
into my presentation just to do a test
just to see what would happen so we put
it in there and we started testing the
original version of the auto webinar
versus this new one and the only
difference between the two trial closes
that was it very simple very easy I want
to see what the results were and what
was crazy for me is when all said and
done it went from averaging $945 for
every single person who registered the
webinar to
$16.50 for every registering and the
only difference were trial closing now
after this happened I became mildly
obsessed with trial closes and I started
figuring out how can I start adding
these in everything I do and so when I
was speaking at a webinar or a tel
seminar or on a video sales that or on a
YouTube video or anywhere I started
stopping and every time I would
introduce something I would stop and ask
a question does that make sense you just
getting why I would do that cuz it would
get someone to say yes and drop some
trial closes right do you think that
would help you in your videos or your
presentations as you're making them okay
I just dropped five trial closes right
there for you boom boom boom boom boom
right you just said yes five times those
are trial closes getting you into the
state of saying yes over and over and
over and over again so that's what a
trial close is and something you can
simply weave into any of the
presentations you're currently doing
this is something I've been teaching
people I've been running these training
programs you I teach people one to many
selling when you're selling oneon-one
it's different than when you're selling
one to many right one one I can ask you
a question and figure out where your
concerns are and try to resolve them I'm
selling one to many inside of group
audiences again through a live event
like a big seminar on stage or if I'm
doing on a webinar or you know on a
video like this I don't have the ability
to go and like resolve all your concerns
one at a time so instead I got to figure
out what are the ways to get that person
to say yes get that person to take their
false beliefs and to break them like
what are all the ways I can do it one of
the most powerful most simple things you
can do are trial closes this is
something that when I first started
doing trial closes I didn't know how to
do them in fact I asked Ted Thomas like
how do you get used to doing this this
feel so weird at first
he told me what he did he said I would
take these note cards and I would write
trial closes on the note cards a whole
stack of them he said when I speak on
stage I lay them out all over the the
ground on the stage and as I'm speaking
I walk over I step on I look down I see
the trial clothes I would drop the tri
clothes I walk over here step on down I
would see the trial clothes I remember
thinking that like oh such a powerful
simple way now for me I was doing
webinars I thought how can I do the same
thing so what I did is I got a pack of
sticky notes and I wrote a whole bunch
of trial closes on it and I do is on my
monitors as I'm doing my presentation I
start putting these sticky notes all
over the monitor all over the walls on
the desk around me so I was get my
presentation I'd be looking down i' like
boom there's a tri clothes oh boom
there's a tri clothes and start weaving
these trial closes into my actual
webinar presentations and I remember I
started teaching a lot of my students
this in fact one of my favorite people
Natasha Hazlet I taught her trial closes
and she's like At first I felt really
weird but she's like I was doing my
presentations I would ask my audience to
trial close I'm like is this making
sense to you guys are you guys getting
this and she's like I felt kind of
cheesy at first but she's like it was
crazy it's after my last big event she's
like I had three or four people come up
to me and they told her said I'm so
grateful that you were making sure we
understood the information like you
weren't just rattling through you were
asking us each time like you guys
getting this is this making sense to you
guys and she's like it was cool because
the hidden benefit wasn't just that
we're getting them to say yes the hidden
benefit is that people felt like I cared
more because I was asking their opinion
I was getting their their feedback along
the way the whole time so that's what
trial closes are it's one of the most
simple powerful ways that you guys can
increase the way you are converting on
everything that you are doing any kind
of video audio any kind of message you
are putting out there into the world now
this is a book again we used to sell in
the past but we no longer actually sell
this so you can't get a copy of it but
if you want to see all my closes I am
giving this away for free to people who
are inside of our community it's a new
community we have created with people
who are trying to learn and understand
how to sell online if you want to come
hang out with us get off social I have a
chance to talk to you and actually get
in a spot in a community where we can
talk together all I want you to do is
come to hang out with russell.com come
hang out over there and when you join
the group I will send you a free pdf of
this book that way you can go literally
to page 136 and get a copy of the
article two tiny words increase my
conversion by 74.6 1% and you can see
all the trial closes I use and you can
copy pce those into your presentations
to help you increase your conversions as
well that so thank you guys so much I
hope the trial closes help you to
increase your conversion and change more
of the lives of people that you've been
called to serve
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